Omni Channel Distribution Manager - Lesaka (FinTech) at Lesaka Technologies

Primary Focus

• To design, build, and scale Lesaka’s Merchant division non‑field commercial acquisition channels by integrating digital (ecommerce & telesales) and physical (retail, wholesale, kiosks, marketplaces) routes to market into a unified, low Customer Acquisition Cost (CAC) distribution engine.
• The role exists to prove scalable acquisition models, optimise conversion and activation performance, and establish commercially viable channel economics that reduce reliance on traditional field sales.
• This is a founder‑mode execution role accountable for revenue contribution, acquisition cost discipline, activation quality, and channel performance visibility.

Key Responsibility Areas & Associated Tasks

Owned Direct Channels (Digital Acquisition Engine)

• Launch and optimise ecommerce and digital commerce (e.g. WhatsApp & Social commerce) as both transactional and lead generation channels
• Build and manage telesales conversion playbooks
• Define assisted vs self‑serve acquisition flows
• Own CRM routing, prioritisation, and funnel performance
• Track conversion rates, CAC, activation, and early churn
• Test messaging, offers, and onboarding journeys
• Exit underperforming funnel components

Retail & Wholesale Distribution (Physical Access Engine)

• Secure retail listings with strategic retailers and wholesalers
• Structure revenue share, distribution, or embedded acquiring agreements
• Secure and manage retail device listings
• Drive sell‑through and activation performance
• Develop wholesale distribution models targeting informal and hybrid markets
• Design and deploy kiosk pilots using hub‑and‑spoke model
• Launch and manage marketplace listings (Takealot, Amazon, Makro)
• Monitor sell‑in, sell‑through, and activation economics
• Structure defensible commercial constructs
• Align retail and wholesale partnership designs to Alternative Distribution Payments strategic priorities
• Present structured deal proposals to Executive Committee

Omni Channel Integration & Lifecycle Governance

• Maintain a unified merchant acquisition funnel across all channels
• Standardise onboarding and activation playbooks
• Define clear handover processes to field or support teams
• Establish channel‑level performance dashboards
• Identify and remove friction in onboarding and activation

Commercial & Unit Economics Discipline

• Own channel‑level CAC and blended CAC performance
• Track channel revenue contribution
• Improve conversion‑to‑activation ratio
• Reduce time‑to‑activation
• Monitor early churn and retention
• Provide weekly and monthly performance reporting to the Executive Head

Pilot, Scale or Exit Decision Framework

• Launch channel pilots with defined commercial success criteria
• Conduct structured economic validation before scaling
• Scale viable models responsibly
• Exit or redesign underperforming initiatives
• Inform long‑term structural decisions as channels mature

Key Competencies Required

• Strong commercial acumen with the ability to understand and optimise financial drivers
• Execution excellence with the ability to convert strategy into measurable outcomes
• Data‑driven decision making using analytics to guide direction and priorities
• Deep channel strategy and design capability for scalable go‑to‑market models
• Strong stakeholder influence and cross‑functional collaboration skills
• High operational rigour with disciplined process management
• Adaptability and effectiveness in fast‑evolving business environments

Experience & Qualifications

Minimum Experience:

• 8–10 years’ experience in commercial distribution, GTM execution, or channel‑led acquisition roles
• Proven experience building or scaling acquisition channels
• Demonstrated understanding of conversion funnels and unit economics
• Experience working across digital and physical routes to market
• Hands‑on experience launching and optimising new commercial models and new channels

Preferred Experience:

• Fintech, payments, telecoms, devices, or merchant services exposure
• Experience operating in informal or township markets
• Experience with CRM‑based lead management and reporting
• Experience in retail distribution or wholesale sales models
• Experience in eCommerce and Omni Channel

Qualifications:

• Bachelor’s Degree in Business, Commerce, Marketing, Economics, or related field required
• Postgraduate qualification (MBA or equivalent) advantageous

Closing Date 11 March 2026